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  • All HBS Web  (3,202)
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  • All HBS Web  (3,202)
    • People  (4)
    • News  (639)
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← Page 24 of 3,202 Results →
  • 1985
  • Book

The Manager as Negotiator and Dispute Resolver

By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks
Keywords: Negotiation Tactics
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Sebenius, James K., D. A. Lax, R. Weber, W. Samuelson, and T. Weeks. The Manager as Negotiator and Dispute Resolver. NIDR teaching materials series. Washington, D.C.: National Institute for Dispute Resolution, 1985.
  • 2005
  • Introduction

A Decision Perspective on Negotiation and Conflict Resolution

By: M. H. Bazerman
Keywords: Negotiation; Conflict and Resolution; Decision Making
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Bazerman, M. H. "A Decision Perspective on Negotiation and Conflict Resolution." Introduction to Negotiation, Decision Making, and Conflict Management. 3 vols. Edited by M. H. Bazerman. Edward Elgar Publishing, 2005.
  • January 2005
  • Article

Perceived, Relative Power and Its Influence on Negotiations

By: Rebecca Wolfe and Kathleen L. McGinn
Keywords: Negotiation; Perception; Power and Influence
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Wolfe, Rebecca, and Kathleen L. McGinn. "Perceived, Relative Power and Its Influence on Negotiations." Group Decision and Negotiation 14, no. 1 (January 2005): 3–20.
  • 08 Jul 2024
  • News

Is Humor in Business Negotiation Ever Appropriate?

  • 02 Jul 2024
  • News

Dealmaking and the Anchoring Effect in Negotiations

  • 14 Dec 2022
  • News

Learning to Negotiate on an Executive Course

  • 08 Nov 2017
  • News

How women can negotiate for pay rise

  • February 2008
  • Article

Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights

By: James J. Anton and Dennis A. Yao
Expropriable disclosures of knowledge to prospective buyers may be necessary to facilitate the sale of intellectual property (IP). In principle, confidentiality agreements can protect disclosures by granting the seller rights to sue for unauthorized use. In practice,... View Details
Keywords: Corporate Disclosure; Intellectual Property; Knowledge Sharing; Lawsuits and Litigation; Rights; Agreements and Arrangements; Competition
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Anton, James J., and Dennis A. Yao. "Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights." International Economic Review 49, no. 1 (February 2008): 319–348. (Harvard users click here for full text.)
  • 2004
  • Chapter

Claiming Authority: Negotiating Challenges for Women Leaders

By: Hannah R. Bowles and Kathleen L. McGinn
Keywords: Leadership; Negotiation Participants; Problems and Challenges; Gender; Power and Influence
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Bowles, Hannah R., and Kathleen L. McGinn. "Claiming Authority: Negotiating Challenges for Women Leaders." Chap. 9 in The Psychology of Leadership: New Perspectives and Approaches, edited by D. Messick and R. Kramer, 191–208. Mahwah, NJ: Lawrence Erlbaum Associates, 2004.
  • December 1996
  • Article

Intergroup Negotiations: The Effects of Negotiating Teams

By: J. Polzer
Keywords: Negotiation; Groups and Teams
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Polzer, J. "Intergroup Negotiations: The Effects of Negotiating Teams." Journal of Conflict Resolution 40, no. 4 (December 1996): 679–699.
  • spring 1983
  • Article

Negotiation Arithmetic: Adding and Subtracting Issues and Parties

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Negotiation Arithmetic: Adding and Subtracting Issues and Parties." International Organization 37, no. 2 (spring 1983): 281–316.
  • April 2010
  • Case

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)

By: James K. Sebenius and Ellen Knebel
CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details
Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America
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Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)." Harvard Business School Case 910-043, April 2010.
  • October 2021
  • Case

Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.
  • Article

Dear Negotiation Coach: Throwing Good Money After Bad

By: Amy Cuddy
Keywords: Negotiation; Money
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Cuddy, Amy. "Dear Negotiation Coach: Throwing Good Money After Bad." Negotiation 12, no. 1 (January 2009): 8.
  • 2002
  • Chapter

Contributions of Applied Systems Analysis to International Negotiation

By: Howard Raiffa
Keywords: Negotiation; International Relations; Mathematical Methods
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Raiffa, Howard. "Contributions of Applied Systems Analysis to International Negotiation." Chap. 1 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk. San Francisco: Jossey-Bass, 2002.
  • February 2004
  • Case

Czech Mate: CME and Vladimir Zelezny (B1)-CME Negotiates

By: Mihir A. Desai, Alberto Moel and Kathleen Luchs
Supplements the (A) case. View Details
Keywords: Developing Countries and Economies; Fairness; Financial Institutions; Corporate Governance; Rights; Ownership Stake
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Desai, Mihir A., Alberto Moel, and Kathleen Luchs. "Czech Mate: CME and Vladimir Zelezny (B1)-CME Negotiates." Harvard Business School Case 204-119, February 2004.
  • May 2011
  • Article

Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit

By: A.W. Brooks and M.E. Schweitzer
Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to... View Details
Keywords: Behavior; Negotiation Participants; Outcome or Result; Emotions
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Brooks, A.W., and M.E. Schweitzer. "Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit." Organizational Behavior and Human Decision Processes 115, no. 1 (May 2011): 43–54. (Awarded Best Paper with a Student as First Author by the International Association for Conflict Management, 2010.)
  • 06 Dec 2016
  • News

HBX Launches Negotiation Mastery: Unlocking Value in the Real World, February 2017

  • fall 1995
  • Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley
Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation
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Sebenius, James K., and Hannah Riley. "Stakeholder Negotiations over Third World Natural Resource Projects." Cultural Survival Quarterly 19, no. 3 (fall 1995): 39–43.
  • 1975
  • Book

Negotiating Third World Mineral Agreements: Promises as Prologue

By: David N. Smith and L. T. Wells Jr.
Keywords: Metals and Minerals; Agreements and Arrangements; Developing Countries and Economies
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Smith, David N., and L. T. Wells Jr. Negotiating Third World Mineral Agreements: Promises as Prologue. Cambridge, MA: Ballinger Publishing Company, 1975. (Wells also wrote or was co-author of chapters 5, 7, 8, and 9.)
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